Consumer Direct Growth and Sales Enablement
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AI Summary
This senior individual contributor role is responsible for building and optimizing scalable inbound and outbound growth strategies to increase funded loan volume within the Home Loans business without linear headcount expansion. Key duties involve managing the end-to-end consumer funnel, optimizing outbound marketing campaigns, developing high-performance sales frameworks, and translating performance data into actionable revenue strategies.
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We’re a next-generation financial services company and national bank using innovative, mobile-first technology to help our millions of members reach their goals. The industry is going through an unprecedented transformation, and we’re at the forefront. We’re proud to come to work every day knowing that what we do has a direct impact on people’s lives, with our core values guiding us every step of the way. Join us to invest in yourself, your career, and the financial world.
Consumer Direct Growth & Sales Enablement to drive revenue acceleration within our Home Loans business. This is a senior individual contributor role responsible for building and optimizing scalable inbound and outbound growth strategies that increase funded loan volume without linear headcount expansion.
This leader will operate at the intersection of Performance Marketing, Sales Leadership, Data, and Operations to:
- Increase lead acquisition efficiency
- Improve outbound sales productivity
- Optimize conversion performance
- Drive measurable funded volume growth
- Enhance lifecycle monetization across SoFi’s member base
This role is not traditional marketing support. It is a revenue-focused growth operator accountable for measurable production impact in a high-velocity Consumer Direct model.
What you’ll do:
Consumer Direct Growth Strategy & Funnel Ownership (25%)
- Manage and continuously optimize the end-to-end consumer funnel from acquisition through funded loan.
- Identify and eliminate conversion bottlenecks across digital, outbound, and sales workflows.
- Partner with Performance Marketing to align campaign targeting with conversion capability.
- Develop structured experimentation frameworks (A/B testing, messaging refinement, landing page optimization).
- Build reporting dashboards that tie funnel performance directly to funded revenue.
Outbound Growth & Campaign Development (25%)
- Optimize and execute scalable outbound marketing strategies supporting a predominantly outbound sales force.
- Develop segmented campaigns targeting:
- SoFi member cross-sell opportunities
- Refinance recapture pools
- Rate-trigger and credit-qualified prospect segments
- Lifecycle reactivation audiences
- Build multi-touch outbound cadences aligned with LO outreach.
- Partner with CRM and Data teams to implement trigger-based campaigns.
- Track and optimize campaign-to-lock attribution and ROI.
Sales Conversion Enablement (20%)
- Develop high-performance outbound and inbound sales frameworks.
- Standardize speed-to-lead expectations, follow-up cadence, and objection-handling methodologies.
- Analyze LO-level performance data to identify conversion variance.
- Provide structured performance insights to Sales Leadership.
- Build scalable playbooks, scripts, and training resources aligned to campaign messaging.
Revenue Analytics & Executive Reporting (15%)
- Translate marketing and sales performance data into actionable revenue strategies.
- Model incremental funded volume impact from campaign initiatives.
- Quantify CAC-to-funded loan economics and identify optimization opportunities.
- Present performance insights and growth strategies to senior leadership.
- Provide quarterly revenue impact reporting tied to initiatives launched.
Lifecycle & Portfolio Monetization (10%)
- Partner with Lifecycle Marketing to design nurture journeys for:
- Pre-application prospects
- Fall-out borrowers
- Funded recapture opportunities
- Identify opportunities to increase repeat transaction volume and member lifetime value.
Collaborate with Pricing and Capital Markets to refine segment positioning.
Talent & Market Positioning Support (5%)
- Support recruitment efforts for high-performing Consumer Direct Loan Officers.
Contribute to onboarding design to accelerate time-to-productivity.
Help refine the value proposition for top talent in a digital-first mortgage platform.
What you’ll need:
- 8+ years of experience in consumer direct mortgage, fintech lending, or high-performance sales organizations.
- Demonstrated ownership of revenue-impacting initiatives at scale.
- Proven experience building outbound marketing engines tied to measurable funded volume.
- Strong understanding of mortgage conversion metrics, funnel analytics, and sales productivity modeling.
- Advanced proficiency interpreting performance marketing KPIs (CPL, CAC, ROAS, lock rate, pull-through, cycle time).
- Experience influencing cross-functional stakeholders (Sales, Marketing, Product, Ops) without direct authority.
- Ability to operate independently in fast-paced, ambiguous environments.
- Exceptional analytical and financial modeling skills.
- Executive-level communication and presentation capabilities.
Preferred Qualifications:
- Active NMLS license or prior experience as a Loan Officer.
- Experience with real estate agent coaching or training.
- Knowledge of specific local real estate markets.
Compensation and Benefits
The base pay range for this role is listed below. Final base pay offer will be determined based on individual factors such as the candidate’s experience, skills, and location.
To view all of our comprehensive and competitive benefits, visit our Benefits at SoFi page!
SoFi provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion (including religious dress and grooming practices), sex (including pregnancy, childbirth and related medical conditions, breastfeeding, and conditions related to breastfeeding), gender, gender identity, gender expression, national origin, ancestry, age (40 or over), physical or medical disability, medical condition, marital status, registered domestic partner status, sexual orientation, genetic information, military and/or veteran status, or any other basis prohibited by applicable state or federal law.
The Company hires the best qualified candidate for the job, without regard to protected characteristics.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
New York applicants: Notice of Employee Rights
SoFi is committed to an inclusive culture. As part of this commitment, SoFi offers reasonable accommodations to candidates with physical or mental disabilities. If you need accommodations to participate in the job application or interview process, please let your recruiter know or email accommodations@sofi.com.
Due to insurance coverage issues, we are unable to accommodate remote work from Hawaii or Alaska at this time.
Internal Employees
If you are a current employee, do not apply here - please navigate to our Internal Job Board in Greenhouse to apply to our open roles.
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